In 3 months, Tenexa generated 40 qualified leads and €140,000 in pipeline thanks to a multi-channel content and activation strategy designed with LeadSeed and IT Facto.
Introduction
In a market where IT decision-makers receive dozens of solicitations each week, Tenexa (formerly Infodis) decided to flip the model: instead of pushing generic content, they offered personalized diagnostics that deliver value right from the start.
With LeadSeed providing the technology and IT Facto managing the outreach, Tenexa managed—in just 3 months—to turn interest into opportunities: 40 qualified questionnaires, €140,000 in pipeline, and a 1 → 11 leverage effect.
Context & Role of Participants
Tenexa is a French IT services company specializing in cybersecurity, sovereign cloud, managed services, and software integration. Their expertise covers everything from workplace management to critical infrastructure.
Webinar speakers:
-
Bérengère Labeauté, Marketing Manager, Tenexa
-
Laurent Roussel, Business Development Director, Tenexa
-
Romain Mateo, Chief Revenue Officer & Partner, LeadSeed
-
Carine Duxin, Consulting & Client Relations Director, IT Facto
The Challenge — How to Generate Truly Qualified Leads?
In a highly competitive and saturated market, with increasingly cautious decision-makers, Tenexa faced several key challenges:
-
Targeting the right contacts (CIOs, IT Managers) within large organizations
-
Producing useful, interactive, and personalized content — not just another white paper
-
Filtering out low-quality prospects so BDRs/SDRs could focus on high-potential ones
-
Combining digital distribution with human follow-up to maximize completion rates
The LeadSeed + IT Facto Strategy
Ultra-Personalized Content
At the core of the campaign was an interactive IT landscape diagnostic, built on the LeadSeed platform.
-
8 structured questions
-
Conditional logic based on user responses
-
Immediate personalized report (diagnosis, improvement areas, recommendations)
-
Graphical and text versions, ready to read and share
This format turned users into active participants in their own assessment.
Orchestrated Outreach
To maximize impact, IT Facto implemented a multi-channel approach:
-
Targeted emailing via LeMondeInformatique and IT databases
-
Media banners across IT platforms
-
Human follow-ups with contacts who showed interest but didn’t complete the questionnaire
-
Focus on companies with over 2,000 employees to ensure lead relevance
The Commercial Chain
All responses (collected with GDPR consent) were sent to Tenexa’s internal lead development team for:
-
BANT qualification (Budget, Authority, Need, Timing)
-
Appointment setting for the sales team
-
Continuous feedback loop between marketing and sales to refine scoring
Results
| Indicator | Value |
|---|---|
| Completed questionnaires | 40 |
| Meetings booked | 8 |
| Opportunities opened | 2 (in progress) |
| Estimated pipeline | ≈ €140,000 |
| ROI funnel | €1 invested → €11 generated |
The campaign generated around 50 completed LeadSeed questionnaires, automatically triggering personalized reports.
These reports enabled Tenexa’s sales team to build an estimated €140,000 pipeline, achieving an ROI of 1:11.
Sales teams praised the quality of the conversations: less time spent on qualification, more time on value-driven discussions.
What Made the Difference
-
Personalized diagnostics = immediate value
-
Mix of digital outreach & human follow-up: hesitant contacts were re-engaged personally
-
Sales and marketing alignment: shared criteria, shared priorities
-
Continuous feedback and reporting: real-time optimization
-
Choice of topic: IT system mapping directly addressed core challenges faced by IT decision-makers
Webinar Replay
Watch the full Tenexa x LeadSeed x IT Facto webinar: Lead Generation & Conversion.
In a Nutshell
Tenexa turned passive suspects into highly qualified, engaged prospects by combining high-value content, targeted distribution, and effective follow-ups — delivering leads that sales teams could act on immediately.
About
Tenexa
French IT services provider specializing in cybersecurity, sovereign cloud, managed services, and software integration — offering a value-driven approach from the workstation to the data center.
LeadSeed
B2B personalized content platform for interactive questionnaires, instant dynamic reports (diagnostic, benchmark, quote), lead scoring, and CRM/MA integrations.
IT Facto
Media & activation agency behind LeMondeInformatique and multi-channel strategies to recruit, score, and activate large-scale IT audiences.
Conclusion
Tenexa proves that when you give decision-makers a fast, useful diagnostic, you get actionable intent signals that lead to high-quality meetings.
The trio of relevant content → intelligent distribution → rigorous qualification delivers tangible results — without inflating MQL volumes artificially.
Want Similar Results?
LeadSeed helps you structure campaigns and uncover more qualified opportunities. Contact us to test our approach!
Also, explore our live demos to see how we’ve helped other companies succeed — with concrete examples of what you can achieve.